Senior Manager, Sales Operations

The Role

The Growth Operations team is seeking a data-driven and strategic Sales Operations Senior Manager with a specialized focus on deal desk processes, commissions, deal process optimization, and reporting, to support our growing Commercial team. This role is critical for streamlining and enhancing our sales operations, ensuring accurate commission calculations, optimizing the deal process, and providing insightful reporting. The Sales Operations Senior Manager will be responsible for maintaining data integrity related to deal flow and commissions, and will act as a key liaison between Sales, Finance, and other relevant departments. A successful candidate will carry a growth mindset, meticulous attention to detail, and proven experience in developing and improving operational processes, particularly within a deal desk environment. Exceptional interpersonal skills and the ability to collaborate effectively across Sales, Finance, and other cross-functional teams are essential for success in this role.

Responsibilities

Strategic Planning & Performance Analysis

• Analyze sales and pipeline performance data to identify trends, opportunities, and areas for improvement
• Contribute to the development of the annual sales plan, including quota setting and territory design
• Develop and maintain sales dashboards and reports to track key performance indicators
• Support the sales forecasting process by providing data-driven insights
• Own TAM data and conduct analyses to identify market coverage and white space opportunities
• Lead or participate in strategic planning initiatives related to growth operations
• Identify and implement process improvements to optimize sales performance

Deal Desk

• Manage and oversee the deal desk process, ensuring efficient response SLAs and approvals
• Develop and maintain deal desk policies and procedures, ensuring compliance with company guidelines 
• Collaborate with Sales, Legal, and Finance teams to resolve deal-related issues and escalate complex deals as needed
• Streamline the deal approval process to reduce cycle times and improve sales velocity
• Administer and maintain deal desk documentation, ensuring data accuracy and integrity
• Enable sales and supporting team members on deal desk processes and best practices
• Analyze deal desk metrics to identify areas for improvement and implement process enhancements
• Manage and analyze deal economics and proposal acceptance trends; synthesize and share market feedback cross-functionally and propose solutions
• Drive deal desk meeting cadence, including deal desk office hours and other preparation forums

Commissions

• Administer the commercial commission plans, ensuring accurate and timely calculation and payment of commissions
• Develop and maintain commission plan documentation and communicate changes effectively to the commercial teams
• Resolve commission-related inquiries and disputes, working closely with Sales and Finance
• Analyze commission data to identify trends and provide insights
• Manage commission documentation, ensuring data accuracy 
• Collaborate with Finance to ensure accurate commission accounting and reporting
• Model and analyze the impact of potential commission plan changes
• Develop and implement processes to improve commission accuracy and efficiency

Required Skills & Experience

• 5+ years in a commercial, finance, or revenue operations role 
• Exceptional communication and interpersonal skills, with the ability to work effectively with cross-functional senior leadership
• Self-motivated and demonstrated ability to drive operational efficiency and lead multiple priorities concurrently
• Experience having directly managed business processes such as forecasting, territory and quota setting, deal desk and sales compensation administration
• Expert level proficiency with Salesforce
• Excellent analytical and data modeling skills
• Highest level of integrity and good judgment with the ability to effectively deal with highly sensitive, confidential information
• Relevant enterprise software or healthcare experience

Compensation Range and Benefits

• Salary Range*: $126,200 - $165,000
• This role is also equity eligible
• This role offers a competitive benefits and wellness package

*Subject to location, experience, and education

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